I Closed One of My Biggest Deals at a Gas Station with my Greyhound
Years ago, I had a prospect I just could not get in touch with. I’d tried everything but couldn’t get a meeting with him. One day, out of nowhere, I spotted him while walking my
How to Survive the Holiday Party with Your Dignity Intact
We all look forward to the end-of-year Christmas party. Especially if it’s been a great year with smashed targets. But, as fun as these parties are, they’re a total minefield of potential embarrassments that can
How to Motivate Your Salespeople Without Money
Know what’s long gone? The days of hard-working Americans chasing the American dream. Employees no longer stay at an organization for years purely out of loyalty. Employees no longer put in long hours in an
9 Things I Wish I Knew When I Started in Sales
To say I was “green” when I started in sales is a huge understatement. Straight out of college, I answered a classified ad for a position selling phones door-to-door. My only condition for taking the
Sales Tips
Goal Setting for 2023
Think about the steps you need to take and create an action plan for yourself. Break down your goals into small, achievable objectives and determine what resources you might need in order to achieve them.
Fire Your Worst Customers For Your Best Year Yet
Good news. You can fire them! That’s right. Your customer isn’t the only one who can terminate the relationship. You have just as much right as they do to call it quits. Reasons to fire
Before You Think About Hiring a Salesperson, Ask These Questions
Business owners often wear multiple hats selling product, managing accounts, and running the numbers. Hiring a salesperson can help take your business to the next level and allow you to pass on some of those
Sales Tips
Overcoming Sales Objections
Salespeople are usually challenged by objections when it comes to closing deals, and overcoming them is challenging. Being able to handle a response effectively is the key to closing a deal. Field sales people
Sales Tips
The Emotional Rollercoaster of Sales
If you think outside sales—whether it’s door-to-door selling or making cold calls—is easy, think again. It is a rollercoaster of emotions that can often be overwhelming and unpredictable. Successful outside salespeople are those who understand
Why Your Sales Reps Secretly Resent You
…and what you can do about it. “Sales is the best career option for people who hate to actually work.” I couldn’t tell you how many times I’ve heard various forms of that statement. It
